Why Sales Trainers Don’t Understand Your Business and How it Detours Sales Planning – Part 1 of Our Series on “Why Sales Training Isn’t Enough”

A sales trainer has delivered a very compelling pitch to you, but your gut says their sales training techniques aren’t going to stop your declining sales revenue. The trainer didn’t even ask any questions about your business … and that’s a red flag. You’ve utilized sales trainers in the past to help your sales team…

The Importance of Sales Team Accountability

“Accountability” is a word that has many interpretations and is often thrown around in the business world without a clear representation of what it actually means. Everyone has a different view of what accountability means to them, so your sales team may think something different than you when you “hold them accountable.” Often, sales team…

Sales Leadership | Sales Xceleration

Why Sales Performance Improves When You Adapt Your Sales Leadership Style

No two salespeople are exactly alike, and yet it is common for sales leaders and business owners to use a singular “go-to” style of leadership for every member of the sales team, even though they intellectually know effective sales leadership doesn’t emanate from only one style. While their personally preferred style might work for some…

New Advisor Spotlight – Lee Allen – Atlanta, GA

We are proud to announce that Lee Allen, President of Pinnacle Sales Consulting, has joined our Sales Xceleration Team as an Advisor serving the Atlanta, GA business community. Lee possesses 25+ years of sales, marketing and operational leadership experience at companies such as Symantec, Vonage, Magellan GPs, Fujitsu, Compaq and Apple.  He is particularly adept…

New Advisor Spotlight – Dan Harper – Atlanta and Athens, GA

Sales Xceleration is proud to announce that Dan Harper, Founder and President of Magnolia Sales Innovations, has joined our national team of Advisors, serving the Atlanta and Athens, GA business communities! For over 22 years, Dan has successfully spearheaded sales, marketing, operations, logistics, and finance teams across a broad range of companies such as Exzell…

New Advisor Spotlight – Doug Schmidt – Chicago, IL

We are very pleased to announce that Doug Schmidt, a Principal with Chicago Sales Consultants, has joined our Sales Xceleration network of Advisors! Doug is an experienced Vice President of Sales and Marketing with 30+ years of executive leadership experience in both the public and private sectors.  He has consistently driven results at all levels…

New Advisor Spotlight – Dennis Boyle – Portsmouth, NH

We are pleased to announce the addition of Dennis Boyle, founder of Seacoast Dx, to our Sales Xceleration Team as an Advisor serving the Portsmouth, New Hampshire business community! In the 25+ years prior to founding Seacoast Dx, Dennis built his career in sales and marketing at companies ranging in size from large corporations to…

Best Response to “Sell Me This Pen” | Sales Xceleration

Best Response to “Sell Me This Pen”? (It’s Probably Not What You Think.)

It’s the classic (and perhaps inevitable) question used to challenge a salesperson “on the spot”; so, what’s the best response to “Sell me this pen”? Frankly, the eventual best response to “Sell me this pen” might be to not even ask for the sale! That’s because the first best response may require that you resist…